NQ SALES RAKE Sales Call Plan Template Instructions: Complete this col plan befare the soles meeting to ensure you identify your objectives and communicate with other internal tears \Confir the logistics, send an agenda in advance ond at 0 minimum, know your meeting objectives and desired next steps. Every question does not require an answer ~ these ove designed ta help assist you think through key elements of the calf and next steps Customer Name eae ees eed ee Masting Objective Highlights from Last Meeting / Account History + Ira last meeting, what cid we learn? * What opportunities did we identify? * What were the next steps? Pre-Meeting: Plan + Whats the mestng objective and our sales strateny? + What isthe status ofthe current relationship? + What rolex/people willbe atthe mecting? + What insights, data, or customer evidence can we share? + Have we ereated an agenda forthe cll? + Logistics ~ attire, address, technology, etc. Discover + What questions should we ask and how can we develop apport and the relationship? + What info do I need to confirm or explore? ‘+ What changesin competition has occurred? + What are thelr expected “tough questions” and potential pitfalls? How should we handle these? + How can we ensure the meeting stays on track? + What lf the meeting seut short? Priorities? Sell + What are the best areas to pursue? + What are you selling and prepared to offer? + What are the expected objections and how will you handle them? + How will you determine the price-to-win? + How can you advance the sale in the pipeline? + What nest step commitments do you want? Post-Meeting: Confirm + What leamings/abservations did we have? + Did we meet our call/necting objectives? + What speciic next steps did the customer and you agree todo and by when? + What didn’t go well what would we do differently? + What progress was made in advancing a sale or relationship?